Target level of study
BAC +3
ECTS
180 credits
Duration
1 year
Training structure
Faculty of Pharmacy
Presentation
The aim of this 1-year diploma course is to train future sales representatives in the promotion of drugs and other healthcare products (medical devices, cosmetics, food supplements, veterinary products, dental care products, etc.), with a sound scientific, medical and general pharmaceutical background. They will be responsible for providing scientific and medical information to healthcare professionals. They will ensure the proper use of medicines and healthcare products in accordance with the principles of professional ethics and optimization of healthcare expenditure, with a view to promoting the company's image.
100%
Success rates
Training benefits
Objectives
The course provides the following skills:
- scientific and medical knowledge (anatomy, physiology, pathology, therapeutics) to inform and answer healthcare professionals' questions and assess their needs.
- knowledge and mastery of regulations relating to medicines and healthcare products, to support the prescription of medicines and healthcare products and their proper use, while respecting the principles of professional ethics and optimizing healthcare expenditure.
- knowledge and mastery of argumentation techniques relating to health products and services within the framework of company guidelines.
- the ability to adapt communication and respond appropriately to the concerns of healthcare professionals.
- knowledge and mastery of computerized sector management and information processing tools.
- mastery of methods for gathering and processing product information, using documentation and training sessions to prepare interventions.
- ability to analyze and monitor business in a given sector in line with corporate strategy.
- ability to plan and organize activities as part of a team.
Know-how and skills
At the end of the training, the candidate will be able to :
- Present healthcare products to customers and healthcare professionals (pharmacies, parapharmacies, hospitals, doctors' surgeries, institutes, etc.).
- Inform healthcare professionals or customers about the properties and indications of healthcare products, drawing on scientific knowledge with a view to the correct use of the healthcare product.
- Promote the correct use of healthcare products, drawing on knowledge of how the healthcare system and its players operate, as well as the legal framework for healthcare products.
- Identify needs and adapt the sales pitch to the healthcare professional or customer, and communicate using communication, negotiation and sales techniques. Identify needs and adapt the sales pitch to the healthcare professional or customer, and communicate using communication, negotiation and sales techniques.
- Promote a healthcare product to a wide range of contacts (healthcare professionals, the public), taking account of regulations and using communication, negotiation and sales tools and techniques.
- Collect undesirable effects linked to the use of health products and report them to manufacturers and to the company's department in charge of vigilance.
- Integrate into the company or work group by mastering the organization of the company and work legislation.
- Plan his/her activity within the framework of teamwork and respect the objectives set by the company.
- Use analysis and evaluation tools to meet the objectives set by the company. Use tools for analyzing and evaluating activity in order to meet the objectives set by the company.
- Draw up and submit activity reports to line management.
- Update knowledge through continuing training organized by the company and through self-training.
- Communicate orally and in writing, clearly and unambiguously, in French and in a foreign language, in particular on technical aspects applied to health products.
Organization
Special features
The course has a classroom reserved exclusively for the Professional License. The room is equipped with the following teaching aids
- a Wifi terminal (Internet access),
- mobile videoconferencing on a cart with a secure IP code (professional presentations and oral defenses of internship validation at a distance),
- 4 PC laptops for students' personal research,
- 10 HP tablets (reserved for mastering the specific software used by medical information officers to manage their activities in the field, as well as for e-learning),
- 2 video projectors and 2 overhead projectors.
Program
The course runs full-time over 2 semesters, from the beginning of September to the end of March. From the beginning of April to the end of September, the student works in a company (internship period).
The program is structured into 10 Teaching Units (UEs) spread over 2 semesters. The total volume of the common skills base is 60 ECTS, spread over 2 semesters: 43 ECTS of lectures (CM, TD and work placements), 5 ECTS of tutored projects and 12 ECTS of internships.
Teaching Units studied :
SEMESTER 1
Block 1 Skills related to scientific and medical knowledge
- UE : Fundamental Biology - Molecular Biology and Genetics (3ECTS):
- Fundamental biology (Living molecules and their function - Cell cycle - Cell structures - Receptors and mediators - Basics of cell function).
- Molecular biology and genetics (application to drug manufacturing).
- UE : General pharmacology (3 ECTS) :
- General pharmacokinetics: routes of administration, absorption, distribution, metabolism, elimination and notions of applied pharmacokinetics: therapeutic follow-up.
- Pharmacodynamics: mechanisms of action, side effects, drug interactions.
- Factors influencing variations in drug activity: influence of biological rhythms, genetic variability, influence of physiological state, influence of pathological and/or psychological state.
- UE : Major pathophysiological areas and associated therapies 1 (6 ECTS).
- Cardiology and cardiovascular pathologies (hypertension, heart failure, angina, myocardial infarction, atheromatous disease).
- Neurology and age-related neurodegenerative diseases (Alzheimer's, Parkinson's, stroke).
- Pneumology and respiratory pathologies (asthma, COPD and respiratory insufficiency).
- Hematology and blood disorders (anemia, hemophilia, leukemia).
- Immune system (basic immunology).
Block 3 Skills relating to health product argumentation techniques and communication tools
- EU : English, Documentation and IT skills (Part 1) (1 ECTS)
- EU : Business tools for health product promotion (Part 1) (7 ECTS) :
- Training and careers (Place in the company - Employment law - CV writing - Interview and recruitment preparation).
- Applied communication techniques (Standard medical visit - Pharmacy visit - Remote visit - EDS visit - Face-to-face interview - Expression in meetings - Public communication).
- Applied negotiation techniques (Identifying needs and responding to them appropriately - Guiding and refocusing the interview - Developing a sales pitch and negotiating - Dealing with objections - Engaging the prescriber - Concluding the interview and identifying a new meeting opportunity).
- Analysis and monitoring of activities (IT tools - Organization and monitoring of the sector - Documentary sources - Transparency sheets - Recommendations - Product sheets - Sales pitches - Visitor aids drawn up by the company - Transparency commission opinions).
Block 4 Skills relating to tools for organizing and monitoring field activities
- UE : Tutored project (Part 1) (4 ECTS).
SEMESTER 2
Block 1 Skills related to scientific and medical knowledge
- UE : Major pathophysiological fields and associated therapies 2 (6 ECTS) :
- Gastroenterology and digestive pathologies (GERD, peptic ulcers, cirrhosis, hepatitis).
- Endocrine pathologies (diabetes and thyroid disorders).
- General oncology (colorectal cancer, breast cancer, lymphomas).
- Bacterial and viral infectious diseases (angina, AIDS, influenza, otitis, urinary tract infections, sexually transmitted infections).
- Nephrology and renal pathologies (renal failure and renal lithiasis).
- Neuropsychiatric pathologies (anxiety, depression, manic-depressive psychoses, psychiatric emergencies, suicides and addictive behaviors).
- Rheumatology and bone diseases (osteoarthritis, arthritis, polyarthritis, spondylitis).
Block 2 Skills relating to pharmaceutical and economic regulations concerning health products
- EU : Health products - Ethics and regulation (7 ECTS) :
- Major stages in the life of a drug and healthcare products (Research into new active ingredients - Discovery protection - Preclinical and clinical development - Pharmaceutical forms - Biotechnology products - Experimental forms - Medical devices - Food supplements - Cosmetics - Veterinary products).
- Regulations relating to medicines and health products (Registration - Pricing and reimbursement - Prescribing and dispensing procedures - Advertising, promotion and distribution rules - Pharmacovigilance - Materialovigilance - Nutrivigilance - Cosmetovigilance).
- UE : Organization of the healthcare system and healthcare players (3 ECTS) :
- Healthcare players (Manufacturers - Distributors - Prescribers - Dispensers - Paramedical professions - Sociology of the medical profession).
- Caregiver-caregiver relationships and their aspects (education, therapy, cooperation, autonomy, dependence).
- Healthcare facilities/EDS (Definition - Organization of public and private supply - Financing - Healthcare products in healthcare facilities).
- Health economics (Health budget - National expenditure - Cost control - Health and care financing - Budget and financing of health and care structures - Budget and financing of professionals in the liberal sector).
- Organization of health monitoring (Regulatory agencies and government departments - Pharmacovigilance - Pharmacoepidemiology - Drug dependence).
Block 3 Skills relating to health product argumentation techniques and communication tools
- UE : English, Documentation and Technicality (Part 2) (2 ECTS)
- EU : Business tools for health product promotion (Part 2) (2ECTS) :
- Training and careers (Place in the company - Employment law - CV writing - Interview and recruitment preparation).
- Applied communication techniques (Standard medical visit - Pharmacy visit - Remote visit - EDS visit - Face-to-face interview - Expression in meetings - Public communication).
- Applied negotiation techniques (Identifying needs and responding to them appropriately - Guiding and refocusing the interview - Developing a sales pitch and negotiating - Dealing with objections - Engaging the prescriber - Concluding the interview and identifying a new meeting opportunity).
- Analysis and monitoring of activities (IT tools - Organization and monitoring of the sector - Documentary sources - Transparency sheets - Recommendations - Product sheets - Sales pitches - Visitor aids drawn up by the company - Transparency commission opinions).
Block 4 SOFTWARE SKILLS FOR ORGANIZING AND MONITORING FIELD ACTIVITIES
- UE : Tutored project (Part 2) (4 ECTS).
Individual work on a subject concerning a pathology linked to a major public health problem. The issue may concern a drug or a class of drugs, a medical device or medical practices (dissertation and oral defense).
- UE10 : Internship or work placement of at least 14 weeks (12 ECTS).
Admission
Access conditions
-
Applications can be submitted online:
https://pharmacie.edu.umontpellier.fr/scolarite/admissions/
Note: Applicants who do not have the necessary prerequisites (2 years of higher education) should contact the Continuing Education Department of the University of Montpellier (sfc @ umontpellier.fr @) in order to put together their file for validation of professional experience (VAP).
- Recruitment area :
- Bac + 2 years of validated higher education (BTS, DUT) or validation of studies (preferably in the life sciences or health sector). Access is also possible for non-scientific BAC +2 holders, as a refresher module in Biology is included.
- Bac + validation of professional experience (VAP, VAE). The categories of employees likely to be interested are pharmacy assistants, nurses, dental assistants and sales technicians. Any candidate with at least 3 years' experience in a professional sector close to that of medical sales representatives (professionals from the healthcare, sales or communication fields) can submit a VAE application.
- There are 2 stages to the entry procedure:
- First stage: selection of candidates on the basis of applications.
- Second stage: individual interview on the candidate's motivation and career plans by a selection committee at the entrance to the professional license program (made up of teachers from the program and professionals from the drug and health product promotion sector).
- Candidates must have a valid driver's license.
Target audience
Access to the degree is possible through initial training and continuing education.
- In initial training, the license is aimed at students who have completed a L2 fundamental license (120 ECTS), a Diplôme Universitaire de Technologie (DUT) or a Brevet de Technicien Supérieur (BTS) in the fields of health, life sciences, commerce or communication. The degree is also open to holders of a BAC + BP in pharmacy preparation (after validation of professional experience).
- In continuing education, access is possible for professionals with a BAC + 2 years of validated higher education or BAC + validation of professional experience (candidates with at least three years' professional activity in a healthcare, scientific or commercial sector). Access is available to people on individual training leave, on professional training contracts or self-financed retraining.
Necessary prerequisites
Bac + 2 years (BTS, DUT, L2).
And then
Further studies
This is a vocational training program with no further studies.
Professional integration
Graduates of this program are qualified for the following positions: drug promotion officer (APM), medical information officer, hospital medical representative, medical-pharmaceutical officer, health product information consultant, pharmaceutical representative, health product coordinator and trainer. Graduates work for a pharmaceutical laboratory, a medical device or medical equipment company, or a company developing healthcare products (cosmetics, dietary supplements, veterinary products, dental care products, etc.) in doctors' surgeries, hospitals, clinics, healthcare establishments or pharmacies. Holders of the diploma can also be recruited by public-sector organizations to work as Délégués de l'Assurance Maladie (DAM), or by homecare providers to coordinate healthcare professionals in the overall management of patients requiring homecare.